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Sr. Solutions Sales Specialist, Online and Blended

Reference
1808292
Contract Type
Permanent
Sector
Education, Media & Communications
Location
USA
Expiry Date
25/06/2018
Sr. Solutions Sales Specialist, Online and Blended Learning Description At Pearson, we’re committed to a world that’s always learning and to our talented team who makes it all possible. From bringing lectures vividly to life to turn...

Job Description

Sr. Solutions Sales Specialist, Online and Blended Learning

Description

At Pearson, we’re committed to a world that’s always learning and to our talented team who makes it all possible. From bringing lectures vividly to life to turning textbooks into laptop lessons, we are always reexamining the way people learn best, whether it’s one child in our own backyard or an education community across the globe. We are bold thinkers and standout innovators who motivate each other to explore new frontiers in an environment that supports and inspires us to always be better. By pushing the boundaries of technology—and each other to surpass these boundaries—we create seeds of learning that become the catalyst for the world’s innovations, personal and global, large and small.

Pearson’s Online & Blended Learning K-12 group provides high-quality, highly accountable online education solutions to schools, school districts and students in grades K-12. It serves families and schools with a variety of digital learning and online school solutions including Connections Academy, International Connections Academy, and Pearson Connexus. In 2017, it will deliver online learning to over 400,000 students in the U.S. and 48 countries. The group, formerly known as Connections Education, is based in Columbia, Maryland and has been named a “Top Workplace” by the Baltimore Sun for three consecutive years and a “Best Place to Work” by Baltimore magazine. Recognized for its outstanding curriculum, high-quality teachers and leadership, Pearson Online & Blended Learning is committed to expanding quality education through technology, and helping students achieve both academic and personal success.

Position Summary *:*

The Senior Solution Sales Specialist is a high-level field professional reporting to the Director of Sales for Pearson Online and Blended Learning. The Specialist is responsible for identifying new partnership opportunities in a geographical region with a focus delivering new sales and growth for Connections Academy supported partner schools and robust partnership programs that support high quality, online learning programs. The Specialist will manage the sales process from prospecting, qualifying, and closing clients. The Specialist is also responsible for the financial health of the partnership programs in their region and the client management of the overall relationship. Through expertise, strategic leadership and positive relationships, the Specialist represents Pearson’s core values - Imaginative, Brave, Accountable and Decent throughout the sales process and ongoing business relationship. The Specialist must be internally driven, independent, innovative, collaborative, and knowledgeable with the ability to bring large opportunities to successful outcomes.

Primary Responsibilities *:*

Sales Responsibilities:

  • Identify and close new partner school opportunities to meet or exceed revenue goals.
  • Identify new strategic partner program opportunities aligned to organizational strategy and create solutions to meet needs of partners.
  • Ability to work collaboratively with school district superintendents, school board members, and leadership team members to successfully identify and close long term strategic partnerships and partner school opportunities.
  • Anticipate outcomes, questions, and obstacles during the sales process and in presentations.
  • Understand chartering law, authorizers, accountability, and board governance to create a full time virtual school opportunity.
  • Manage relationships of key business partners in the company’s top revenue producing accounts in a region.
  • Collaborate with regional and national team to meet overall sales target.
  • Analyze competitive data and industry trends to better understand the value and impact on the business.
  • Successfully address key concerns and present mutually beneficial solutions.
  • Build trust and successful relationships during the sales process to ensure finalization and closure of contracts.
  • Strong communication skills and executive presence.
  • Demonstrates strong listening skills, applies guidance provided, and puts into action.
  • Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks.
  • Provide deep subject matter expertise. Be able to understand the business needs, understand the solutions being defined and be able to effectively describe and demonstrate how these solutions could meet the business need of the customer;

Financial Objectives:

  • Understands P&L and generates strategies to align customers with pricing, products, and services.
  • Liaise with program management, product management, marketing, teaching services and other internal teams to provide effective and efficient levels of implementation for key accounts and to drive operational, profitability, and implementation excellence for strategic accounts.
  • Continuously support and evaluate territory sales strategy plans focusing on partner school and partner program opportunities and their relationship to the overall strategic plan.
  • Accurately forecast sales revenue and ensure pipeline demonstrates a clear understanding and impact on financial forecasts.

Identify prime opportunities for proposal development, develop specialized language to meet customer specific needs, design solutions, coordinate with internal stakeholders, ensure pricing meets P&L guidelines, and ensure positive proposal outcomes.

Policy and Client Management:

  • Understand, navigate and apply key national issues, rules, and regulations and implement state specific strategic initiatives to meet sales objectives. Ability to share unique perspectives and Pearson’s value in online learning, target message for various leadership audiences, and close strategic opportunities.
  • Identify and implement opportunities to improve the customer relationship experience and communicate internally to appropriate stakeholders to ensure effectiveness of projects.
  • Successfully renew existing client contracts when aligned to the company strategy and increase opportunities in key accounts.
  • Advocate within the company for key account needs and monitor any major incidents to resolution within the product and performance expectations.
  • Manage customer expectations and outline deliverables and services with full transparency.
  • Collaborate with the internal team to develop and implement plans for the operational infrastructure of systems, processes, and personnel designed to accommodate the rapid growth objectives of the organization.
  • Applies state strategies as approved and advocates for opportunities to revise as needed.
  • Represent Pearson Online and Blended Learning and ensure strong relationships with accounts including senior leadership and assist in relationships with partner boards.

Reporting:

  • Utilizes sales tools for an efficient and productive process.
  • Updates in timely fashion and documents interactions.
  • Provide active role in reporting and communication of strategic accounts and partner school opportunities to Director of Sales.
  • Meets expectations for communicating opportunities and progress internally.
  • Communicates internally with cross company teams key issues and trends through presentations, key issues, and customer needs.

Other duties as assigned.

Key Capabilities *:*

  • Deliver financial sales results and profitability.
  • Applies strategic direction and company vision in the complex sales process and generates opportunities when put into action.
  • Deliver an excellent customer experience throughout the sales process and demonstrate expertise as a key partner to customers.
  • Is a strategic thinker and requires little guidance.
  • Manage customer expectations for the deliverables without customer escalation.
  • Achieve a high percentage of retainable business by establishing relationships between the customer and implementation team; staying close to the customer and resolving issues when needed.
  • Demonstrate attention to detail and accuracy with little oversight.
  • By building a reputation within Pearson Online & Blended Learning for being fully engaged in growing the business, proactively problem solving, and offering suggestions on how we can improve as an organization.

Behaviors *:*

  • Listening and responding to questions effectively and demonstrating knowledge of educational issues in full time education.
  • Anticipating stumbling blocks, customer questions, and developing contingency plans.
  • Using audience-specific language and examples to best illustrate your point.
  • Presenting multiple reasons in support of full time online education and Pearson’s position in the marketplace.
  • Recognize and regulate your emotions and behaviors with internal and external teams.
  • Recognize others’ emotions and perspectives and take them into account.
  • Communicating openly and honestly with colleagues and customers.
  • Taking personal responsibility for the quality and content of your work.
  • Effectively communicate and demonstrate Pearson’s values, culture, and student focus.
  • Demonstrate high standards for trustworthiness, dependability, and decency.

Qualifications

  • 7 years of direct customer complex sales experience, educational technology, school development, and/or online learning.
  • Bachelor’s degree required. Master’s preferred. Background in education is a plus.
  • Demonstrated success and proven ability in understanding and applying the complex sales process.
  • Team player. Enjoys collaborative work environment and can demonstrate proven success.
  • Independent, demonstrates initiative and requires minimal supervision.
  • Ability to generate relationships with significant educational decision-makers; Understands how to network.
  • Displays knowledge of educational policy issues impacting online learning sales.
  • Demonstrated experience successfully collaborating with all levels of administration, including senior management staff and senior level customers.
  • Superior written and verbal communication, analytical, organizational skills, and presentation skills.
  • Outstanding work ethic with ability to manage multiple projects and priorities simultaneously;
  • Demonstrated ability to form positive relationships, act with integrity, high work ethic, and take initiative.
  • Proficient in Saleforce.com or similar CRM system.
  • Must be able to travel frequently throughout the territory; must have valid driver’s license; must be willing to travel to customer sites in territory at least 3 days per week.
#LI-SS

Pearson is an Equal Opportunity and Affirmative Action Employer and a member of E-Verify. All qualified applicants, including minorities, women, protected veterans, and individuals with disabilities are encouraged to apply.

Primary Location: United States

Job: Sales

Organization: North America Connections

Employee Status: Regular Employee

Job Type: Standard

Shift: Day Job

Job Posting: Jun 12, 2018

Job Unposting: Ongoing

Schedule: Full-time Regular

Req ID: 1808292

Pearson is an Equal Opportunity and Affirmative Action Employer and a member of E-Verify. All qualified applicants, including minorities, women, protected veterans, and individuals with disabilities are encouraged to apply.